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  • Know Your Battlefield, Pick Your Battles

    What is a general (the entrepreneur) to do with his rag-tag army up against the well-provisioned enemy that already occupies much of the high ground in the ongoing business battle?

    An army going into battle would never think to not understand what the topography of the battlefield was, including critical areas that needed to be captured to ultimately defeat the enemy. They would know where the enemy was entrenched and what resources in manpower and armaments they possessed. Additionally, they would know if they had allied forces in the area, what resources they possessed and how, where and when they might be deployed to help. They would determine where battle lines would be drawn and assaults made and they would continually update that intelligence up to the minute of the assaults and even during battle.

    Entrepreneurs are in a business battle every day. Yet, many entrepreneurs don’t go into battle with that mindset. Many are using sparse intelligence some of which may not have been updated since they put their original plans together. Most attack every competitive situation without a thought about what the enemy (competition) might do, but only what the business might do to win. Most lack basic information about their enemy like product offerings and pricing and how they compare to the business’ offerings and pricing. Few pay enough attention to the tactics that the enemy (competition) uses to win. And typically, they lose more battles than they win because they believe the enemy simply has more resources (both capital and manpower). And this is further compounded by the fact that the entrepreneurial business is almost always resource-strapped.

    So what is a general (the entrepreneur) to do with his rag-tag army up against the well-provisioned enemy that already occupies much of the high ground in the ongoing business battle?

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    Upstart: Business and Management for 29-40 Year Old Professionals

    Filed Under: Management

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    About the Author: The "Entrepreneur's Yoda," Lonnie Sciambi is an advisor and mentor to small business owners. He is a business veteran with over 30 years of as an entrepreneur and CEO of small businesses, both public and private. Having had a fair amount of success, but also having made more mistakes than anybody's really allowed to and still be successful, he brings a unique viewpoint to help entrepreneurs get to "the next level" in their business, avoiding many of the pitfalls that they might face along the way.

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